Gamma offers partners a path through regulatory complexity

While Gamma is one of the largest telecommunications providers in the EU and UK, it’s focus is not solely on the big end of town. While its services can support customers handling over 100,000 simultaneous calls, it is looking to leverage its expertise across the APAC market.

A key to that plan is engaging with new channel partners to help the company bring its innovative solutions to as many customers as possible. A major part of that plan is the hiring of industry veteran Tristan Plummer.

“I joined Gamma because I saw a clear opportunity to take a model that works extremely well in Europe and apply it in APAC,” says Tristan. “Gamma's success has come from getting hard things right. The network at the core peaks at over a million channels daily. Then there are the portals, APIs and automations that Gamma has built out to service the customer base. Last, but not least, is the regulatory compliance. We have a dedicated team that keeps us compliant in the 30 countries we operate in today. The opportunity to bring all this to APAC and build something more unified is the perfect fit for me.”

In preparation for this role, Tristan spent a year living and working in the UK with the senior management team. The goal was to understand how Gamma operates at scale.

“It’s not just the technology, but how everything fits together commercially and operationally. The goal was simple, learn what works, understand why it works, and then figure out how to bring it to APAC in a way that fits the region,” he adds.

For businesses looking to expand there are many challenges. And that complexity increases significantly for businesses looking to expand internationally.  Regulation is complex and in many cases you can't operate without the right local structure or partnership, and infrastructure is fragmented.

As a result, many service providers need to stitch together different components to create a solution that works. That creates increased costs and potential security issues. Tristan says the value that Gamma delivers is that it brings hyperscaler capability to smaller providers.

“Instead of building everything themselves, they can plug into a platform that delivers all the required services, at scale, in a way that complies with local regulations. There's a need for international voice compliance and reliability, but historically it's been underserved,” Tristan says.

The main services Gamma is bringing are next generation highly compliant communications services across APAC. This includes highly compliant PSTN replacement which includes lawful intercept emergency services. The company’s product suite includes global inbound and outbound services, SIP-trunking number services and connectivity into UCaaS (Unified Communications as a Service) and CCaaS (Contact Centre as a Service) platforms.

“We deliver all this through a single platform rather than lots of disconnected suppliers. It's built to handle regulatory requirements across multiple markets, which is the big challenge in APAC,” Tristan explains.

Gamma’s’ initial team in APAC already numbers 13 people. They cover everything from technical support, project deployment, solution architecture and sales account management.  The company’s go-to-market strategy is through channel partners with several Australian organisations already signed on and using local services.

“Our partners are able to leverage our considerable global experience and capability,” Tristan says. “We help them with deal acquisition, solution design, and advice on how to navigate the regulatory landscape. That it is the number one thing that people come to Gamma for.”